India's largest IT services companies held earnings calls this quarter with an unprecedented tone shift. For three decades, the model was predictable: land a multi-year contract, build an offshore team, and renew repeatedly. Now TCS CEO Kitiasan put it bluntly: most AI projects last one to two quarters maximum, forcing firms back to the market every cycle to hunt new deals. Meanwhile, HCL Tech reported 13.9% revenue growth, Wipro posted 0.9% flat growth, and Tech Mahindra led with 17.7% growth, signals that not all Indian IT giants are equal in the AI transition.
In this editorial interview, host Sudhi Sachdev from AIM speaks with tech journalist Ajay Rag to explore what broke the 30-year model: outcome-based pricing vs. labor arbitrage, the rise of forward-deployed engineers (FDEs) as a new job title, token costs becoming a core business metric, and whether HCL Tech's $150 million bet on Serum and data center ownership represents the future or a distraction. The gap between supply and demand for FD talent is severe, and candidates need far more than coding skills, client relations, problem-solving, and sector expertise are now table stakes.
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